All managers, salespeople, buyers and other individuals involved in sensitive, difficult or complex negotiations with colleagues, customers, suppliers and partners.
World-Class Negotiations is a pre-requisite for this course.

• recognise the obstacles to a successful negotiated outcome
• understand the factors that create obstacles to negotiated outcomes
• better understand the other party’s interests and motivations
• take their questioning, listening and observation skills to a higher level
• seek more creative negotiated outcomes
• manage their own emotions in tense and pressured situations
• manage conflict to achieve a positive outcome by influencing the behaviour
of others in a way that promotes problem resolution
• how to stay positive and act rather than react to provocation or personal attack
• build agreement and commitment in difficult and emotionally-charged situations
• take a professional responsibility for managing relationships despite apparent conflict
• achieve long-term relationship excellence despite short-term obstacles
• grow the value of critical but challenging business relationships